• Written by a highly experienced salesperson and former marketing director
• A compact volume, neatly structured into 52 sections, allowing the busy reader to enhance one new skill a week over a whole year
• Written with humour in a lively yet practical style, making it easy to learn
• Supported by an audio CD containing 22 tips - perfect for listening to while on the road
• Clever in its simplicity!

Table of Contents:
Acknowledgements
Preface
Introduction
Chapter One: Opening-phase selling Skills
1 Go through a set-up routine
2 Project your professionalism
3 Do the handshake one-two-three-four
4 Introduce your company as a ‘perfect partner’
5 Build STAR-quality rapport
6 Qualify your customer
7 Take control of your selling space
8 Use an appropriate attention-grabber
9 Set an agenda 10 Size up your customer
Chapter Two: Interviewing-phase selling skills
11 Ask plenty of open-style questions
12 Trigger your customer’s imagination
13 Use closed questions with pinpoint precision
14 Employ the SPOTS interviewing framework
15 Mirror the customer’s ‘personal vocabulary
16 Signal your questions
17 Communicate your empathy
18 Listen actively
19 Read your customer’s body language
20 Provide information-affirmation
21 Keep control of the interview
Chapter Three: Matching-phase selling skills
22 Apply the SELL formula
23 Sell matching benefits
24 Demonstrate your benefits
25 Translate benefits into dollars
26 Substantiate your claims
27 Master the art of storytelling
28 Handle your product with pride
29 Use your pen to help you sell well
30 Power-pack your benefits!
31 Know when & how to mention the competition
32 Sell your secret weapon
Chapter Four: Closing-phase selling skills
33 Tune in to buying signals
34 Trial close after a weak buying signal
35 Full close after a strong buying signal
36 ‘Manufacture’ a close
37 Deploy the summary-of-benefits close
38 Perfect the art of silence
39 Help your customer to make up their mind
40 Cultivate the right closing vocabulary
41 Ensure the sale is properly CLOSED
42 Time your exit
Chapter Five: Objection-handling-phase selling skills
43 Condition yourself positively to objections
44 Pre-handle predictable objections
45 Play CATCH with every objection raised
46 Flush out the real objection
47 Use arithmetic to handle price objections
48 Seek out your customer’s advice
49 Trade a minor price concession
50 Use the ATTACK formula
51 Resort to a tactic of last resort
52 Bring your customer back down the mountain
Where to from here?
Postscript: A Code of Ethics for the Professional Salesperson